Identify your ‘A’ clients – the ones you want to clone, and begin setting up meetings with them to ask for referrals.

You do know the characteristics of your ‘A’ clients, don’t you?  These are the ones you want to clone. Work your way up to asking these clients by practicing on the clients who love you and the clients who have already given you referrals. (See last 2 blog entries.)  In addition to the quantitative measures such as income or movable assets, your ‘A’ clients are usually those you look forward to seeing and enjoy working with.

Today: Create a written snapshot of your “best” clients or ‘A’ client.  Then, go through you client base and rate each client based on your ICP (Ideal Client Profile). This week, have your assistant set appointments with them to bring more value, build your relationship, and ask for referrals.  Be sure to bring your ICP to share at the meeting!

Identify the clients who have already given you referrals – even without asking – and ask them for referrals.

Some people are natural referral givers. Identify the clients in your practice that like making connections and have already done so for you. Remember, they would not give you referrals if they did not appreciate the services you provide them and wanted to share that with others. If you are just getting started with developing your new referral habits, these might be the clients you have your first referral conversations with.

Today: Identify and contact your clients who have already given you referrals. Set up a meeting. Bring them more value and/or work on your business friendship. Thank them for the past referrals and brainstorm some more.

Follow up with referral prospects in a professional way until it is clear they will never become a client.

As you know, follow up is the key to cultivating new business.  People will not always call you back right away, and can be slow returning an email.  Keep your referral source in the loop so they can advise you along they way.  They know the people they referred to you – on a personal or close professional level and can cue you in to their preferred contact methods, response times, and maybe even some things you can say to get you an appointment.

Today: Create a referral follow up plan.  Set up a contact schedule that you will follow with each referral.

The first place you want to look in your client list for referrals is your client “love list.” First of all, you can come to this conversation with these clients with a great deal of confidence. They love you. You can’t hurt this relationship by asking for referrals.

So go through your client list and identify those 10, 20, 30 or more clients who love you. Talk to them about the value they are receiving from you and your processes. Then brainstorm with them about who they think should know about you.

Today: Take a look at your client base and identify your “love list”. Then, have your assistant call them to set up a meeting to bring more value and ask for referrals.